SANITATION SENTINEL
Lou Paulsen of Can Doo Budjet Rentals.
Q: As it is a new year, I wanted to talk with you, Lou, about the industry over the years since you’ve been involved, which have
been many! Can you give me a brief account of your history in the industry?
A: Sure. I’ve been in the industry for 30 years. It started when I owned a marina and I was pumping the holding tanks on boats. I became aware of
the various chemicals that were available at that time. I began talking with two other gentlemen about a need I saw for good, clean portable
restroom businesses. This was in Illinois. The next year, I sold the marina, moved to Texas and opened a portable restroom operation.
Q: I can see how you could have easily segued from the marina to the restroom industry. So, how did you learn the business? Did
you teach yourself?
A: Well, the company I bought the restrooms from were very helpful and they taught me a lot of it. One was Henry McCall. He was just getting
into the business himself as a manufacturer’s rep. He is one of the guys instrumental in my business getting off the ground.
Q: So what was it like then? What are some things that still stand out to you today about those good old days when you first got
started?
A: Probably the thing that most stands out is the lack of training. There was no training available back then. That’s changed a lot today with all
that the PSAI offers. Both training and communication is much more available today because of the association. The whole industry has come a
long way.
Q: What about the products you used?
A: Deodorants were different. They’ve improved a lot. Also, the equipment we had then and now is like night and day. Back then most operators
put their equipment together themselves. The first unit was like a drop-in. We had to assemble them.
Q: Are you talking about your trucks?
A: Yes, various people had to supply me with all the parts I needed for the truck and I had to put it all together. Today you buy a truck ready to
go. Various manufacturers today take your customized order and makes any changes you may want. It’s so much easier and the products are good.
Q: What about the restrooms themselves?
A: The style of units and construction has changed a lot. Today you get what you pay for. Buying a quality unit is important. Transporting them
is made easier by the type of unit you buy. Some are so difficult to transport. Some don’t fit your trailers well because of their style. Some people
stick to one brand now so they are uniform. They will only buy this particular restroom from this manufacturer and in one color.
Q: And why is that more important today than in the past?
A: Back then the customer wasn’t so interested in color and uniformity. I had a lot of different colors then. Today, they will sometimes want a
particular color and the customer is more interested in uniformity. The delivery driver may not be aware of the color that’s on the site and show
up with a blue restroom when the others on the site are tan. Having a standard color helps with that.
Q: Were there much fewer colors in the past?
A: Oh yeah, there are a lot more now. That’s maybe why some customers will see a color they like and demand it. But, the bottom line is if they
aren’t clean, not much else matters.
Q: What else stands out to you, comparing when you started to today?
A: Don’t get me started on the government! The government regulations have gotten crazy over the years. Fees for disposal are ridiculous. It
was very much easier back then.
Q: What about the difference in how you may run your business today, as opposed to 30 years ago?
A: Well, originally people charged customers by the month. I did, too. But it came to me fairly early on that I was losing money on five week
months, so I switched to a four week cycle, with charges for each week. That gets me an extra month each year! That was an early lesson,
probably 28 years ago.
Q: What else was different then and how has it changed today? What about marketing?
A: I have had good success with television advertising recently. I wouldn’t have done it back then. Back in those days, you wouldn’t even use the
words “portable restroom,” but today it’s different. Television commercials can be cost effective, but they must be tastefully done. Today the
reputation of the industry has improved enough to be able to advertise like this.
Q: You’ve shared a lot about the past and compared it to today. What about the future? Do you see any concerns looming in the
future?
A: My biggest concern are those who don’t know their costs and price out accordingly and how all that affects the reputation of the industry. I’m
in a situation right now where a company isn’t serving as they promised. Consequently, their units become unsanitary. So it gives the whole
industry a black eye.
Q: What can be done about that, though?
A: Well...I don’t know. I wish in some way we could police ourselves. We sort of do that in the PSAI. When you join the association, you learn
from one another. I’ve been on the board for several years now and I do believe that the association does as good job with their workshops. An
operator can learn a lot at these meetings.
Q: I know you’re a bottom line kind of guy, so what is the bottom line for you as you look toward the future?
A: We all need to do a better job: No cost cutting, do what you say you’re going to do, charge the right price, provide clean units, train your staff
well and watch your image. Are your signs straight? Are your trucks and units clean? All these things affect the future of the reputation of the
industry.
Q: Well said. Thank you, Lou.
A: I don’t have a crystal ball, but I know we need to protect the image of our industry.
Q: As it is a new year, I wanted to talk with you, Lou, about the industry over the years since you’ve been involved, which have
been many! Can you give me a brief account of your history in the industry?
A: Sure. I’ve been in the industry for 30 years. It started when I owned a marina and I was pumping the holding tanks on boats. I became aware of
the various chemicals that were available at that time. I began talking with two other gentlemen about a need I saw for good, clean portable
restroom businesses. This was in Illinois. The next year, I sold the marina, moved to Texas and opened a portable restroom operation.
Q: I can see how you could have easily segued from the marina to the restroom industry. So, how did you learn the business? Did
you teach yourself?
A: Well, the company I bought the restrooms from were very helpful and they taught me a lot of it. One was Henry McCall. He was just getting
into the business himself as a manufacturer’s rep. He is one of the guys instrumental in my business getting off the ground.
Q: So what was it like then? What are some things that still stand out to you today about those good old days when you first got
started?
A: Probably the thing that most stands out is the lack of training. There was no training available back then. That’s changed a lot today with all
that the PSAI offers. Both training and communication is much more available today because of the association. The whole industry has come a
long way.
Q: What about the products you used?
A: Deodorants were different. They’ve improved a lot. Also, the equipment we had then and now is like night and day. Back then most operators
put their equipment together themselves. The first unit was like a drop-in. We had to assemble them.
Q: Are you talking about your trucks?
A: Yes, various people had to supply me with all the parts I needed for the truck and I had to put it all together. Today you buy a truck ready to
go. Various manufacturers today take your customized order and makes any changes you may want. It’s so much easier and the products are good.
Q: What about the restrooms themselves?
A: The style of units and construction has changed a lot. Today you get what you pay for. Buying a quality unit is important. Transporting them
is made easier by the type of unit you buy. Some are so difficult to transport. Some don’t fit your trailers well because of their style. Some people
stick to one brand now so they are uniform. They will only buy this particular restroom from this manufacturer and in one color.
Q: And why is that more important today than in the past?
A: Back then the customer wasn’t so interested in color and uniformity. I had a lot of different colors then. Today, they will sometimes want a
particular color and the customer is more interested in uniformity. The delivery driver may not be aware of the color that’s on the site and show
up with a blue restroom when the others on the site are tan. Having a standard color helps with that.
Q: Were there much fewer colors in the past?
A: Oh yeah, there are a lot more now. That’s maybe why some customers will see a color they like and demand it. But, the bottom line is if they
aren’t clean, not much else matters.
Q: What else stands out to you, comparing when you started to today?
A: Don’t get me started on the government! The government regulations have gotten crazy over the years. Fees for disposal are ridiculous. It
was very much easier back then.
Q: What about the difference in how you may run your business today, as opposed to 30 years ago?
A: Well, originally people charged customers by the month. I did, too. But it came to me fairly early on that I was losing money on five week
months, so I switched to a four week cycle, with charges for each week. That gets me an extra month each year! That was an early lesson,
probably 28 years ago.
Q: What else was different then and how has it changed today? What about marketing?
A: I have had good success with television advertising recently. I wouldn’t have done it back then. Back in those days, you wouldn’t even use the
words “portable restroom,” but today it’s different. Television commercials can be cost effective, but they must be tastefully done. Today the
reputation of the industry has improved enough to be able to advertise like this.
Q: You’ve shared a lot about the past and compared it to today. What about the future? Do you see any concerns looming in the
future?
A: My biggest concern are those who don’t know their costs and price out accordingly and how all that affects the reputation of the industry. I’m
in a situation right now where a company isn’t serving as they promised. Consequently, their units become unsanitary. So it gives the whole
industry a black eye.
Q: What can be done about that, though?
A: Well...I don’t know. I wish in some way we could police ourselves. We sort of do that in the PSAI. When you join the association, you learn
from one another. I’ve been on the board for several years now and I do believe that the association does as good job with their workshops. An
operator can learn a lot at these meetings.
Q: I know you’re a bottom line kind of guy, so what is the bottom line for you as you look toward the future?
A: We all need to do a better job: No cost cutting, do what you say you’re going to do, charge the right price, provide clean units, train your staff
well and watch your image. Are your signs straight? Are your trucks and units clean? All these things affect the future of the reputation of the
industry.
Q: Well said. Thank you, Lou.
A: I don’t have a crystal ball, but I know we need to protect the image of our industry.
Q&A: Lou Paulsen on The Evolution of the Industry
January 2010
Abilene, TX
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